Over the next three weeks we will be looking at how your sales team can draw the maximum benefits from customer relationship management (CRM). It is imperative that you optimise your company’s performance and brand and with Microsoft Dynamics CRM – you can deliver amazing customer experiences and drive greater success.

We kick off the series by looking at how you can increase the value of your accounts and sell your products and services more effectively.

INCREASING ACCOUNT VALUE

1. Account management
Sales teams across multiple regions can all be connected to a shared customer account. Microsoft Dynamics CRM solutions provide a complete profile of each and every client accessible to all salespeople. This can help them to have more productive conversations and more profitable customer relations.

2. Contract renewals
Microsoft Dynamics CRM can help sales teams increase their recurring revenue streams e.g. income from licences, support and maintenance agreements.

4. Personalised nurture messages
Nurture programs add value by keep your sales message front and centre in the minds of potential customers without committing any man power. Microsoft Dynamics CRM allows configuration in these nurturing programmes, so that prospects who are not yet “sales ready” receive personalised emails and more effective reactions to calls to action.

5. Single interface to manage all interactions
Implementing Microsoft Dynamics CRM makes organisation easy, helping sales teams to prioritise their actions and tasks. The system makes it possible to know exactly who to call first when following up customers, leads and sales opportunities. This strengthens communications and focuses resources on protecting the most profitable accounts.

6. Account cross-sell & upsell
Dynamics CRM stores order and transactional data via its integration with external data sources. Sales teams can track the purchase history on each account to identify new cross-sell and up-sell opportunities, and even formulate loyalty programmes.

SELLING EFFECTIVELY

7. Accurate sales forecasting
Forecasts, pipeline charts and sales statistics create insight into projected performance. Because this live data is available on-demand, no sales time is wasted in compiling reports or making decisions with suspect data.

8. Product management
Dynamics CRM makes it easy to compare historic and current sales results, which provides product and sales managers with the information they need to make changes based on market trends and the competitive activity. Our CRM solution can also capture the reason why a sales opportunity was won or lost, which provides insight into critical strategic strengths and weaknesses.

9. Quote management
Dynamics CRM quoting solutions range from simple quotations using standard product lists to proposals involving bundled products and services. These can all be tailor-made to help sales teams to quickly produce professional quotes. If a quotes comprises multiple line items, the cost, profit, part numbers and revisions can be tracked to transform quote quality and cut administration – giving sales staff more time to sell.

10. Mobile CRM
A lack of shared information can often lead to a gap in communications between field and office-based sales staff. Microsoft Dynamics CRM’s mobile apps enable all sales staff to access their opportunities, customers, activities and other sales data whenever they need to, wherever they go.

11. Email tracking
By tracking all emails, Dynamics CRM provides a complete communications history on every account, contact and opportunity record to sales professionals.

VIDEO Streamline business processes with an all-in-one business management solution that connects financials, sales, service, supply chain and manufacturing operations: goo.gl/pXVvQi
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